Top 3 Tips for Getting More Client Referrals

[Krishna]

Most of us don't need convincing that a large percentage of new business comes from 'word of mouth'. But, when it comes to taking an active part in getting client referrals we freeze! Why is that I wonder? Is because you don't believe that what you offer is of value? Is it because you are fearful of rejection? Both natural human responses.

BUT, I assure you, if you are offering value to existing clients and they are coming back for more, then you are definately offering something of great value and it deserves to be shared don't you think?

Here's my top 3 tips for getting client referrals:

1. Ask for them

The simple most effective way to get referrals from existing clients is to ask for them. Don't apologise for that, there is no need to feel bad about it. Say something like:

"I don't usually advertise, but I would love to help anyone you know with the same problem. Would you mind giving my card to anyone that could benefit?"

2. Reward those who give you referrals

Offering a reward for referrals is a great way to encourage people to remind others about you. Don't feel that you are 'buying' the referral, as they won't refer if they don't value what you do. People really appreciate being thanked. Offering a $10 voucher off their next visit (to use within 30 days) is a great way to reward them as well as keep your pipeline topped up with regular repeat visits.

3. Have a simple referral system

A system is simply something that works for you that you repeat to keep getting a result. The system could be as simple as 1-2-3. 1. Ask 2. Thank 3. Remind.

By asking for referrals, always thanking them, and continually reminding them (this could be verbally, through your newsletter or using a poster in your office), you will find you continue to get referrals. By reminding your clients that "the greatest compliment they can give you is to refer their family and friends", you will find that health business will continue to grow.

I would love to hear about your favorite referral methods....so post your comments below.

Oh, and if you liked this post, don't forget to share it with your friends!!

To your health practice success...
Krishna

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[Krishna]

Hi Brenda,
I like the sound of free dental care! Trades are a great way to generate referrals. This is an excellent joint venture strategy, another creative way to build a health business without forking out loads of money.
You make a very good point about some jurisdictions and professions frowning on incentives. That is very valid for some. For those that have an issue with this, still ask, thank and remind. I recently recieved an email from a virtual assistant temping agency www.121temps.info who include a reminder on each email the send that says: "Our business has been built on word of mouth and referrals. If you know a person that could use our services, please let us know.", sometimes a reminder is all that it takes.
Stay busy!
Krishna

[Brenda Dyson]

I find that the best way to receive referrals is to give free sessions to doctors and dentists or trade with them. I have often traded for my teeth cleaning with a Rolfing session. I have had two doctors who traded with me and an herbalist. I got lots of referrals from all of them. Where I live, it is actually against the law for a health-care professional to give incentives for referrals. I can not offer a reward for a referral.
On the other side of the issue, I have actually had clients tell me that they will not tell anyone else about me for fear that I will get too busy to accommodate them into my schedule. I joke with them and tell them I won't have a schedule at all if I can not afford my rent.

[Lane Reiss]

Hi Krishna,

I've recently started using a card campaign with my massage clients, and the third card in my campaign is an opportunity to refer someone they know to my business. The person they refer gets a nice introductory price when they bring in the actual card, and my client who gave them the card gets a discount on their next massage.

What I love about this is that I simply enter my client's information once, when I first get them as a client, add them to the 'new massage client' campaign, and the card campaign system does the rest. Each card is personalized just for them, and on the referral card, I have a space which prints who the referring client is. That way, when the new referral comes in with the card (which is required for the discount), I can track who referred them because it is printed right on the card.

Once I have the referral card in my hand, I simply go into my card program again, and send them a new card letting them know that someone they referred just came in for a service. The new card has their voucher for the discount on their next massage. Now they have something physical with my business name on it that they will want to hold on to...like on their refrigerator. I have gotten secondary referrals from people who saw my business logo this way.

Of course, the new client immediately gets their information entered into the system after their service, and soon they will get the same card, except it will list them as the referring client. So, the process continues. It has really helped to build a steady flow of new clients.

This is just one card of several in the card campaign, and it makes client retention a lot easier and more fun. I have customized the cards so each one uses my logo or business card on or in the card, so it's great for continued branding, as well. Please note these are physical greeting cards, not emails, even though all the client information is entered into an online system.

If anyone would like to learn more about the system I use, just drop me a line and I'll be happy to give you some more details. Whatever you do, though, I HIGHLY recommend asking your existing clients to refer new clients to you. You'd be surprised how many will make that effort on your behalf.

Lane Romero-Reiss